Questions are the best part of the sales process. You have to have really good questions to really understand what you're trying to solve for, and the pain that your contact is really experiencing from this problem. If you don't ask questions, all we're doing is showing up, giving them a menu, and letting them pick from the menu. And that's order taking, that's not selling. Questions are really the tool to help you build trust with your buyer because it builds empathy. It builds their confidence in you, in how to solve that problem and allows you to build the business case.
And so you have to understand the language of business to get to some of those metrics. Getting to some of those things really kind of just helps you flow right to the business case and the reasons why they should be buying.
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